Intensified market segmentation – gaining more satisfied customers and long-term success
In the booming last decades many Industrial companies gained a vendors’s tray full of products and a variety of customer groups. In many cases the former decision was probably right to provide dedicated products to certain customers. But does this former decision still hold up with today’s long-term strategy of the company?
Many industrial companies have just divided their sales revenues into different customer groups and call it “market segmentation”. But does this fiscal market segmentation really add value to the company?